INNERGISE!

30Nov2016

Saying No to a Client

Saying no to a client is something as recruiters we all struggle to do sometimes, you get the client that calls in and asks for a candidate outside your industry, or for a low margin and we automatically say yes, after all it is business and all business is good right?

Recruitment consultants need to really believe the value they bring to organisations and candidates through what they do and the need to reinforce this in some cases by saying no.

One of the red flags that comes up from clients is why do they need a recruitment consultant when they can recruit themselves and save the cost? The simple answer is the consultant’s experience in both recruitment and the industry they operate in that enables them to source top talent and match to the client’s needs. A consultant needs to believe this to demonstrate to a client the true value of using a recruitment consultant.

For any customer we need to understand the value of the customer – this can be done through a simple measure, the Customer Value Index (CVI).

Consultants need to also think of the long term ROI from any client that they do business with and what other additional benefits that may come from working with that client, for example:

It’s a great brand / company to be associated with that will be a great case study and attract new business

It’s a trial placement with further potential placements in the pipeline

For any client who doesn’t have a high CVI score or come with any additional benefits consultants need to be strong enough to say no because it will be unprofitable and can potential damage their brand and their values.

OUR CLIENTS

Goodwood - "Innergy invested a lot of time getting to know the business and culture of Goodwood and the type of managers that would be on the programme, a completely diverse mix! I am delighted - the feedback has been so positive”

Penta Consultancy - "Not only do they have a true insight into what we need in our industry but they combine this knowledge and expertise with creativity and innovation"

Greene King - "The feedback from the training was fantastic, BDMs and licensees alike have been inspired and motivated into action by the course. We are now in the process of rolling this programme out across our estate to ensure all our licensees have the opportunity to attend and take away positive ideas that will benefit them and their business."

GCS - "Having been passed Innergy’s details to use them, we would have no hesitation ourselves in recommending Innergy to any business"

Santander Bank - "For the second year running, we invited Innergy to design and facilitate the Santander eCommerce full team off site. The energy, enthusiasm and insights provided on the day showed how the Innergy team can really get to grips with some of the challenges within a team and face these in a productive, well thought out process"

IT Works - "Innergy’s approach is extremely refreshing. They took the time to understand our business and team, the strengths and development areas for us both"

Office Holdings - "We chose Innergy because they took time out in the first instance to really understand our business, its people and its culture. This allowed Innergy to really tailor a programme to the individuals in the team."

Amida - "Their sharp intellect, personable communication style and business acumen means they cut through to the issues quickly"

Allianz - "Not just an off the shelf training course - Innergy took the time prior to the programme to learn what the delegates' individual needs were and ensured these areas were covered in the training to maximise use of the time."

Manchester Business School - “In one day we made significant progress in bringing the team together and understanding the strategic role we will play in achieving our growth objectives. It struck the perfect balance of clarity, positivity and vision throughout the session. This tone enabled team to engage and therefore take ownership of the how the team moves forward. The result is that we have a clearer understanding of how to work more effectively in a planned, integrated, creative and measured way.”

Peach Pubs - "Innergy worked our General Managers and provided a really well thought through, fun and inspirational day. Our team got loads out of how to move themselves forward and apply their learning into their business environment. The feedback was really positive and I can see evidence of how they are applying the skills into their daily working routine. For me, a great day with a really innovative and engaging group." Spencer Graydon - Operations Director